Subscription & Annuity Representative

Job description

Introduction
The sales teams at IBM are world-renowned for being industry's top experts in the profession. As a Seller at IBM, you will have the opportunity to use one of the most innovative and extensive portfolios of products and services to bring best in breed solutions to IBM’s clients.  Work with world class organizations to help them understand how IBM solutions can contribute to their overall success and master business relationships to become a trusted advisor to your customers.

Your Role and Responsibilities

What is your mission?

Your mission as a Subscription & Annuity Representative (specialist) is to protect the install base and grow your client's IBM Software annual spend by identifying winback, modernization and other growth and expansion opportunities. You lead client software renewal discussions, including entitlement validation, IBM licensing terms & conditions and the value of Subscription & Support.

What are you accountable for?

Account Planning & Stakeholder Management:
• Drives end-to-end Subscription Renewals with clients and partners for all IBM distributed software products for Select, Strategic and Signature accounts
• Collaborates with IBM teams to ensure alignment with client engagement and negotiations
• Supports territory strategy and planning and contributes to the account planning process for assigned accounts

Sales Execution:
• Manages Subscription Annuity pipeline across the SW portfolio
• Opportunity identification for winback, modernization, version upgrades and expansion
• Partners with extended IBM teams including Brand Sales Specialist, TSL, Deal Makers, Ecosystem Sales Specialist, Customer Success Managers, for client conversations
• Leverages a variety of mediums and approaches to engage with existing clients, including digital campaigns and events, outbound calls, and email
• Responsible for overall execution and closure of software subscription and annuity

Managing for Growth:
• Remains up to date on IBM Software offerings to articulate IBM’s SW portfolio value proposition and differentiation from competitors’
• Engages with IBM channel partners to best position IBM offerings with assigned clients

Required Technical and Professional Expertise

·  Maintain and grow customer loyalty through Subscription and Annuity retention, year-to-year growth in revenue and profit
·  Leadership and communication skills to foster strong partnerships
·  Identification of upsell/cross-sell opportunities
·  Manage the pipeline by consistently and accurately forecasting using the Technology Sales CRM system
·  Understand and articulate the business value (tangible and measurable) our clients receive from using IBM software
·  Proficient in objection handling, negotiation techniques, pricing and delegation
·  English Proficiency

Preferred Technical and Professional Expertise

·  Spanish Proficiency